Tony Zambito

NOVEMBER 10, 2011

This is the first of a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  Buyer Trend: Overwhelmed By Content.   In essence, a buyer trend is evolving whereby managing and filtering information is becoming overwhelming. . 

Trends 100

Trends Content Wikipedia Custom Publishing 100

Tony Zambito

NOVEMBER 14, 2011

This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.    This article looks at how understanding today’s conventional and social buyers takes BIG Insights versus BIG Data. Photo by Kenny Madden © All rights reserved).

Trends 100

Trends Planning Buy CMO 100

Tony Zambito

APRIL 24, 2008

Herein lays one of two trends that are affecting sales and the selling profession. The trend that buyers will conduct research before purchases has been underway for a while. " The almost shocking rise of social media networking in the last two years has changed the concept of referrals and references.

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Peer-to-peer Trends Buyer Personas Social Media 100

Tony Zambito

SEPTEMBER 1, 2011

One particular trend I have noticed this year, in participant observations with B2B buyers, is the movement towards what I would label Intelligent Engagement.    Closely correlated to social media fatigue, B2B buyers are looking for a garden hose and not a fire hose. .  Image via Wikipedia.

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Wikipedia Correlation Social Media B2B Sales 100

Tony Zambito

APRIL 24, 2010

.  For example, the recent Buyersphere Report regarding B2B use of social media commissioned by Base One of the UK is very illuminating.    In addition, we’ve seen insightful views from Mike Seltzer’s 2010 Social Media Marketing Industry Report. 

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Buyer Personas Eloqua Social Media Lead Ranking 100

Tony Zambito

APRIL 12, 2010

The impact of Social Business is proving to be a seminal period in our history.    As the Internet changed our very means of how we view information, social media technology and social media channels are changing our views of customer relationships and conversations. 

Buyer Personas 100

Buyer Personas Business Social Media Lead Ranking 100

Tony Zambito

SEPTEMBER 20, 2010

   Perplexing executives as well is the rapid infusion of digital and social media that buyers are engaging with at an increasing rate yet with no clear discerning picture of what the future holds.    Viewing what each function is capable of in isolation and missing the harmonizing around the buyer experience. 

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Top of Funnel Buyer Personas Buyer's Journey Digital Marketing Funnels 100

Tony Zambito

NOVEMBER 21, 2010

  We have new variables that were hard to fathom a few short years ago, such as social media and networking, that are directly impacting buyer behavior.    Predictability is based on historical trends and outliers are hardly ever factored into the equation.  Past

Top of Funnel 100

Top of Funnel AIDA Buyer Personas Terms and Conditions 100

Tony Zambito

MAY 22, 2011

.  This welcoming very much opposed to what is fast becoming a worrisome fire hose of non-insight based content and 140 characters messaging inundating social buyers.  Social Buyerography: Multiple Qualitative Approaches. .    These new methods augmenting sound core qualitative approaches and methods.

Research 100

Research Buyer Personas Multi-Channel Validation 100

Tony Zambito

APRIL 2, 2011

.  Your competitors have become the new media darlings and the buzz of your buyers. Social Media Confusion : the company seems lost on what to do about social networking and that new “thing” called social media. 

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100

Tony Zambito

FEBRUARY 11, 2011

Tony Karrer and Tom Pick of B2B Marketing Zone have released a free white paper entitled B2B   Blogging Trends in 2011.    It is an informative collaboration of ideas and highlights some key trends associated with the issues of blogging.    A nice effort from Tony Karrer and Tom Pick!

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Paper Trends B2B Marketing B2B 100

Tony Zambito

MARCH 24, 2010

  Ken states: “by understanding how people live, researchers discover otherwise elusive trends that inform the company’s future strategies.”   In my recent definition of buyer personas , now in a Buyer Persona 2.0   One of the aims of Buyer Persona 2.0

Buyer Personas 100

Buyer Personas Marketing & Strategy Marketing Strategy B2B Marketing 100

Tony Zambito

APRIL 14, 2011

.  Carefully examining new social technologies that enhance the buying experience. Social Expert Networks. The social buyer persona that is emerging this decade is placing tremendous value in social expert networks.    I see this trend as having two distinct components.  Reputation.

Buyer Personas 100

Buyer Personas Buyer's Journey Wikipedia Social Networks 100

Tony Zambito

SEPTEMBER 12, 2011

In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying.  Image by davidking via Flickr.   Buyer expectations have increased with regards to the experiences they undergo as well as desire. 

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Buy B2B Barriers Fulfillment 100

Tony Zambito

AUGUST 17, 2011

.  Are there several avenues by which a social buyer can choose to engage and interact with an organization’s sales and service capabilities?    These are three of what are sure to be more factors associated with how buyers are internalizing their own form of a Social Engagement Index. 

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Social Networks Buy Interactive Marketing Social Marketing 100

Tony Zambito

MAY 1, 2011

  However, trending information clearly points to the fact that sales reps are having a hard time making contact with buyers and don’t get involved until much later in the buying cycle. 

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Planning Buyer Personas Buying Cycle Marketing Automation Services 100

Tony Zambito

MARCH 25, 2011

With the hope of understanding trends and purchasing patterns. Conventionally, market research has focused on getting to the " who and what " of potential markets and customers. Gathering some good demographic information as well as finding voluminous reports on what is being purchased.

Research 100

Research Psychographics Buyer Personas Marketing Management 100

Tony Zambito

JULY 10, 2011

.  In my opinion, the seller to buyer world has literally been flipped upside down in unimaginable ways brought on first by the advent of the Internet and now by emerging social trends.    These being areas related to new social buyer ecosystems, social business models, and new social buying cycles. 

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Buyer Personas Top of Funnel Peer-to-peer Marketing Funnels 100